Partners in EXCELLENCE - Making a Difference
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Recently, I was doing a workshop with a really great sales team. We were talking about how to engage prospects and customers more effectively. They enthusiastically embraced the idea that we have to talk about what customers are interested in; we have to engage customers in issues critical to them and their business. But then we decided to practice these principles. We started looking at the conversations we needed to have with prospects. As good as this team was, they always started with, “Our products do these things….” As much as they tried they were stuck, they always started the […]
Read MoreToo often, we think that because the customer isn’t saying “No” to us, we assume they must agree or be aligned with what we are doing. But the absence of a “No,” doesn’t mean they are saying “Yes.” Too often we read the absence of “No’s” with hopeful optimism. The fact that we continue our discussions with the customer builds our hope the deal is real, the customer likes what we are discussing, the customer is favorably disposed to what we are selling. The longer this persists, the more we believe, “We’ve got this…..,” we may even commit the opportunity […]
Read More